Senior Manager of GTM Field Operations, Gong

• The ideal candidate pairs operational rigor with a genuine bias for action: solving today's fire without losing sight of the scalable, repeatable process underneath it
• You'll need to build trust with senior stakeholders based on credibility and reliability — not just being agreeable — and be comfortable delivering hard operational calls (policy changes, resource reallocation, ROE enforcement) with clarity and empathy
• 6+ years in Sales/Business Operations or GTM Strategy, with strong understanding of SaaS business models
• SQL proficiency and strong analytical skills, with proven ability to build and standardize reporting in Snowflake and BI tools such as Tableau and Retool
• Advanced Excel/Sheets skills — pivot tables, data visualization, INDEX/MATCH, VLOOKUP/XLOOKUP, SUMIFS/COUNTIFS, and array formulas
• Experience supporting sales and CS orgs of 100+ reps selling $1M+ deals to Fortune 100 companies
• Proven success building territory models, forecasting processes, and headcount/capacity plans
• Demonstrated ability to apply AI and emerging technologies to optimize revenue processes and shorten the path to revenue — including working knowledge of MCP servers and the data nuances that inform which LLM tools are fit for a given use case
• Strong organizational and project management skills; able to execute multiple priorities with urgency
• High degree of ownership — turning insights into measurable outcomes, not just flagging opportunities
• Executive presence; able to navigate complex senior stakeholders and high-stakes decisions
• Track record of building high-trust VP+ relationships grounded in credibility and reliability, not agreeableness
• Comfortable delivering unpopular operational decisions with clarity and empathy, and holding the line once a decision is made

Desirable

• Field Operations is the connective tissue between GTM strategy and what actually happens in the field. We translate annual plans into revenue-unit-level execution, own the forecast and pipeline cadence, and are the first to see — and act on — performance gaps before they become planning problems
• We're hiring a Senior Manager, GTM Field Operations to serve as the embedded operational partner and single point of contact for one of our North America Revenue Units (Sales and Revenue Architect teams with an annual revenue target upwards of $300M)
• You'll own the operating rhythm for your segment, turn data into decisions, and represent a unified Ops voice alongside Strategy & Planning, RevOps, and Enablement — not a siloed, segment-only function
• Segment Leadership & Trusted Advisory
• Serve as the primary operational point of contact for your assigned segment's reps, managers, and senior leaders — owning end-to-end ops needs
• Maintain constant, fluent command of your segment's numbers: targets and quotas, real-time actuals and forecast trajectory, leading KPIs (pipeline generation, close rates, cycle length), and the top 15-20 deals and risks in-quarter
• Operating Rhythm & Performance Management
• Own and enforce the business operating rhythm without exception: weekly/monthly forecast and pipeline reviews, deal reviews, account reviews, KPI and headcount tracking, and QBR/MRR prep
• Coach and hold segment leaders and reps accountable to their deliverables inside that rhythm — this includes rules of engagement (ROE) enforcement and flagging violations back to central RevOps
• Bring proactive analysis to the table, not just reactive reporting: surface pipeline coverage gaps, ramp-time stalls, and emerging risks before they show up in a QBR
• Cross-Functional Partnership
• Partner with Strategy & Planning on territory methodologies, capacity models, and headcount plans that translate the annual plan into RU-level execution priorities
• Partner with RevOps to enforce ROE, escalate systems/process gaps for triage, and stay aligned on shared tech stack strategy (Salesforce, Gong, planning/analytics tools)
• Partner with Enablement on new-hire integration, role excellence, and surfacing field skill gaps that should shape program design
• Build cross-functional relationships with Marketing, Finance, and Product so operational strategy stays aligned to broader GTM goals — not just your segment's
• Serve as a subject matter expert and voice of your segment in planning and strategy sessions and annual planning cycles
• Reporting, Analytics & Tooling
• Collaborate with Analytics/BI to design reporting and dashboards giving visibility into performance, productivity, and pipeline health
• Champion adoption and hygiene of sales tools (Gong, Salesforce, planning/analytics platforms), and identify new use cases as the tech stack evolves
• Act as "Customer Zero" for the processes and data you enable in Gong — using the product as a segment leader would, and feeding use cases and feedback back to the product team
• Resource Stewardship & Scale
• Evaluate the cost/benefit of any proposed solution — people, tools, or process — before recommending it; favor scalable fixes over one-off, high-touch solutions
• Apply a "global-first" mindset: significant projects and process designs should be broadly applicable across the wider Field Ops org, not built solely around your segment
• Stay aware of your draw on shared resources (central RevOps, Systems, Enablement bandwidth) and scope requests so other segments can get their fair share
• Maintain documentation and enforce compliance around policies, processes, and rules of engagement
• What Success Looks Like
• You're the first call, not the last resort, for your segment's leadership on anything operational
• Forecast and pipeline data are trusted because your operating rhythm is airtight — deadlines are never missed, no exceptions
• You've built direct relationships with individual reps (not just their managers) and know where the ground-level friction actually is
• Your solutions get reused by other segments, not rebuilt from scratch